Defending Maintenance
&Support Pricing™

Upcoming Programs

Maintenance,
service and support now account for over 50%
of revenue for enterprise vendors as a group and as much as 60% of EPS.
However, enterprises have begun to take a hard look at what they spend
on
maintenance and support and have turned to renegotiating contracts and
pricing
as a primary lever to reduce IT OpEx.

The ability to
present an ROI-based business case for the value of
maintenance and support is now
more critical than ever. Led by industry veterans with decades of
experience,
Defending Price™
trainings equip you with proven sales strategies, skills
and tools for doing so.
View full program brochure (pdf).

To
register for one of our upcoming programs, please click on the
location that you would like to
attend.

Defending
Price™ training sessions can also be conducted on-site at your
facility. To
learn more about what we offer and how we can
help, contact
us.

“I thoroughly enjoyed the training and will be able to use the tools and techniques in my daily work.”
- Regan Brekke, Manager, Global Premium Care,
RightNow Technologies

“This course will allow us to increase the rate of closure for our maintenance and support renewals.”
– Greg Taylor, Global Client Services,
Telcordia

“The
training equipped our renewal team with the
ability to effectively respond to customer objections. I highly
recommend the program for any sales team that needs to explain the
value of support.”
-
David Toulon, Head of WW Service Renewals,
Riverbed Technology

“The sales
methodology and tools, formulated by a real understanding of the way
customers view IT spending decisions, provide a valuable insight into
this subject area.”
-
Jason Butcher, Head of Convergence Sales,
BT
Global Services